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20Product: Enterprises are not Adopting AI Yet, When Will AI Break Into Enterprise, What are the Blockers, What Do Enterprises Need from AI & Why Services Companies Will Win in the Next 10 Years of AI Implementation with Howie Liu, Founder & CEO @ Airtabl

Aug 25, 2023

Howie Liu, Founder and CEO of Airtable, discusses scaling into enterprise, challenges faced in AI adoption by enterprises, changes in the sales process within large enterprises, and his experience with Airtable's growth.

39:04

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Howie Liu

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Podcast summary created with Snipd AI

Quick takeaways

Transitioning from a product-led growth (PLG) approach to selling to enterprises requires careful consideration.

Enterprises are still in the early stages of understanding AI and exploring its possibilities.

Deep dives

Importance of Product Market Fit

Product market fit is just the beginning of building a business. Finding the right product strategy that aligns with an effective go-to-market model is crucial. Different products require different go-to-market approaches, whether it's bottoms-up viral adoption or outbound sales. Thinking about the go-to-market model from the early stages can lead to better alignment and success in the enterprise market.

Building a Product with Team Centricity in Mind

00:50

The Role of Services Companies in the AI Industry

00:54

Simplifying and prioritizing cost-effective solutions for users

01:02

Introduction

3min

Designing a Go-to-Market Model for Product Strategy

14min

The Challenges of Being an Incumbent and Transitioning to Enterprise

3min

Bundling vs. Unbundling in Productivity Suites and the Role of Differentiated Value in the Enterprise Market

2min

Selling AI into Enterprise: Practical Value and Business Case

14min

Thanking the audience, promoting Mirror and Epo

2min

Howie Liu is the Founder and CEO @ Airtable, the fastest way to build apps for your business. To date, Howie has raised over $1BN with Airtable with the last round valuing the company at $11BN and an investor base including Benchmark, Thrive, Caffeinated, Greenoaks and Coatue to name a few.

In Todays Episode with Howie Liu We Discuss:

1. Scaling into Enterprise:

What are the single biggest challenges when moving from PLG to enterprise?
Why does Howie believe you have only truly hit enterprise when you sign $1M contracts?
How long did it take for Airtable to sign their first $1M ARR contract?
How can founders know when is the right time to scale into enterprise?
How does the product need to change with the scaling?

2. Enterprises: Do They Really Love AI:

Why does Howie believe that enterprises are not jumping on AI yet?
When does enterprise interest turn into enterprise buying and purchasing?
What are the single biggest barriers to enterprises buying AI solutions today?
Post-purchase, what are the biggest implementation challenges for enterprises with AI?

3. The Changing Sales Process:

Are we seeing the bundling of tools within large enterprises today?
Which categories and vendors are most vulnerable? Which will survive the cuts?
What do vendors need to do to prove to CFOs that they need to remain in their budget?
How has the customer success process changed over the last year with tightening budgets?

4. Howie Liu: AMA:

Airtable famously got Benchmark to lead their Series C, how did this come to be when they famously always only do Series A?
Why does Howie believe that it is total BS to suggest post-PMF, everything is good?
What does Howie know now that he wishes he had known when he started Airtable?

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